Senior Strategic Account Executive, Direct & Channel in Remote, California at SOFTBANK ROBOTICS AMERICA INC

About SoftBank Robotics America

SoftBank Robotics America (SBRA) is a leader in Physical AI and autonomous solutions. We help organizations transform operations through robotics, automation, data, and intelligent workflows. We are an orchestrator of outcomes, not a hardware manufacturer. Customers choose us for the operating layer around the robot, for our service density, the SBR Connect platform, and the uptime that keeps automation programs running at scale. We work directly with customers and through a national network of distribution and channel partners. Together we deliver measurable business outcomes across technology, service, customer success, and operational expertise.

As we expand our enterprise footprint across healthcare, senior living, multifamily housing, commercial real estate, airports, industrial, hospitality, and other large-scale environments, we are seeking a Senior Strategic Account Executive, Direct & Channel to drive growth across North America through both direct enterprise selling and partner-led channel motions.

Position Overview

This is a hybrid sales role with two connected mandates. The Senior Strategic Account Executive, Direct & Channel owns and grows a portfolio of strategic enterprise accounts through direct, full-cycle selling, and at the same time develops and accelerates revenue through SBRA's national distribution and channel partners in a structured co-sell motion.

The role begins with an established book of strategic accounts and active opportunities. The successful candidate will own, advance, and expand it. In parallel, the candidate will build into SBRA's channel motion. They will help grow our largest distribution and partner relationships alongside the existing sales team, and bring new partners and customers into the pipeline through their own industry relationships and networks.

The role ramps in sequence. The first priority is to take ownership of the existing strategic accounts and keep active deals moving. The channel mandate builds in parallel. It starts with hands-on collaboration alongside the current sales team, then expands into owned partner relationships and new-partner development as the direct book stabilizes.

Success is measured by direct bookings and pipeline conversion, by channel and partner-sourced revenue growth, and by the long-term adoption and expansion of the customers and partners this role develops.

This position reports to the Head of Sales and works closely with Sales, Customer Success, Product, Operations, Marketing, and Strategic Partner teams.

The Role: Two Connected Mandates

Direct Strategic Selling

• Own a portfolio of strategic enterprise accounts and active opportunities, beginning with an established book, and advance each deal through the full sales cycle to close and expansion.

• Build executive relationships across Operations, Facilities, Procurement, Finance, Asset Management, and C-suite leadership.

• Grow strategic accounts across multiple locations, business units, and service lines.

• Build business cases and ROI models that connect customer challenges to measurable operational and financial outcomes.

Hybrid Channel & Partner Selling

• Develop and grow revenue through SBRA's national distribution and channel partners in a structured co-sell motion, working alongside the existing sales team.

• Ramp into the channel motion through hands-on collaboration with current partner-facing sellers, then take on partner relationships and co-sell deals directly.

• Identify, recruit, and develop new distribution and channel partners that expand SBRA's reach into target verticals.

• Leverage industry relationships and professional networks to source new partner and customer opportunities for the pipeline.

• Help build a broader and more durable partner base, so channel revenue is diversified across multiple partners rather than dependent on any single relationship.

Year One Focus & What Success Looks Like

The role is weighted toward direct selling first, with the channel motion building in parallel and ramping through the first two quarters of tenure.

• Start with the direct book. Take ownership of the inherited portfolio of strategic accounts and active opportunities. Keep deals moving, convert, and expand. This is the immediate priority and the first measure of success.

• Build the channel in parallel. Ramp into SBRA's distribution and channel motion alongside the existing sales team. Begin sourcing new partner and customer opportunities through industry relationships and networks. Channel contribution should grow quarter over quarter.

Year-one success is measured across both mandates.

• Direct bookings against the assigned annual target.

• Channel and partner-sourced revenue against a ramp target that grows through the year.

• New distribution or channel partners developed and activated through the candidate's own sourcing.

What You’ll Do

• Identify, develop, and close strategic enterprise opportunities across targeted vertical markets through direct selling.

• Grow channel revenue by co-selling with national distribution and strategic partners, and by developing new partner relationships.

• Own the full sales cycle from prospecting and discovery through proposal, negotiation, contract execution, and expansion, across both direct and partner-sourced deals.

• Build relationships with executive decision-makers and with partner sales leadership and field teams.

• Develop multi-year automation strategies and business cases that align with customer and partner priorities and financial objectives.

• Lead executive business reviews, ROI discussions, and expansion planning activities.

• Partner closely with Customer Success, Deployment, Service, Product, Marketing, and Partner teams to ensure successful customer outcomes.

• Maintain accurate forecasting, pipeline management, and CRM discipline across both direct and channel opportunities.

• Represent SBRA at customer meetings, partner events, industry conferences, and executive briefings.

• Travel as required to support customer and partner engagements, demonstrations, pilots, and account development.

Success Profile

• Proven enterprise hunter with a record of closing complex, multi-stakeholder deals.

• Comfortable selling both directly and through partners, and able to move fluidly between the two motions.

• Strategic thinker who can navigate complex organizations and multiple decision-makers.

• Executive-level relationship builder with strong communication and presentation skills.

• Builds trust quickly with partner sales teams and brings them into deals as force multipliers.

• Consultative seller focused on customer outcomes rather than product features.

• Comfortable leading conversations around operational transformation, labor challenges, productivity, and ROI.

• Highly competitive, accountable, and results-driven, with strong business and financial acumen.

• Curious about emerging technologies: automation, robotics, AI, and Physical AI.

• Self-motivated, disciplined, and proactive, and thrives in a collaborative environment where Sales, Customer Success, Service, Product, and Partners work together to drive outcomes.

Qualifications

• 7+ years of enterprise sales experience with a proven track record of exceeding quota and developing strategic customer relationships.

• Demonstrated success selling complex operational, technology, automation, SaaS, facilities management, robotics, or business transformation solutions.

• Proven success managing six-figure and seven-figure opportunities through consultative sales cycles, including opportunities exceeding $250,000 ARR and multi-year contracts.

• Proven ability to navigate complex buying committees and executive decision-making processes.

• Strong executive engagement skills with experience presenting to C-level stakeholders.

• Ability to develop ROI models, business cases, and value-based proposals.

• Experience selling through or alongside distribution, channel, or strategic partners is strongly preferred.

• Existing relationships and networks within robotics, automation, or facilities services that can be activated to source new partner and customer opportunities.

• Experience with CRM platforms, forecasting tools, and modern sales methodologies.

• Experience within healthcare, senior living, commercial real estate, multifamily housing, industrial, logistics, facilities services, robotics, or related industries is preferred.

• Bachelor’s degree preferred.

Why Join SBRA?

• Opportunity to help define the next generation of Physical AI and enterprise automation.

• Work with some of North America’s largest and most innovative organizations, and with a national ecosystem of distribution and channel partners.

• Access to an industry-leading ecosystem of technology, service, customer success, and strategic partners.

• A role that combines direct enterprise selling with channel growth, with room to shape how both scale.

• Be part of a high-performance culture focused on customer outcomes, growth, and continuous improvement.

• Competitive compensation package including base salary, commission, health benefits, retirement programs, and additional incentive opportunities.

• Significant opportunity for career growth as SBRA continues to expand its enterprise and channel business.

About SoftBank Robotics America

At SoftBank Robotics America, we believe successful automation programs require more than great technology. They require the right strategy, service, customer success, and execution. Our mission is to help customers achieve measurable business outcomes through intelligent automation and Physical AI at scale.

We are proud to be an equal opportunity employer and are committed to creating an inclusive environment for all employees. Employment decisions are made without regard to race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity, or any other protected status under applicable law.